Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. This is because technology intended to help sell frequently makes the salesperson’s job more cumbersome. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.
In an effort to help salespeople meet ever-changing customer needs, sales leaders have spent years driving a “just one more” strategy — asking sellers to learn one more skill, master one more technology, or adopt one more tool in the hopes of closing just one more deal.
